NRHA's product knowledge training
programs for employees are designed
to give store associates the information they need to be productive right from the
start. We offer training programs in core hardware and building materials categories
and it's free to all NRHA members.

Selling Tip: Power Up Your Paint

June 1, 2010

1) Put it on a pedestal

The first thing that customers are going to notice when they walk into your paint department is the atmosphere. The first mistake many people make is thinking of their paint department as just another department in your store. It’s different. Customers want to experience the aesthetic value of the paint, and there is no better way to provide this feeling than with an attractive display—take it to the next level and go beyond nicely-lined shelves and pretty end caps. Try adding special lighting to create a cozy atmosphere, or adding comfortable chairs and tables.

2) It’s all in the training

Getting the customer into the paint department is a battle half won. Once they are in, they are going to need help. Having adequately prepared and trained employees is the next piece of the puzzle. The North American Retail Hardware Association (NRHA) and Hardware Retailing are constantly providing members and readers with the latest in tips and information regarding paint and sundries.

3) Take your time

Deciding on what color of paint, what type and what to use is a big deal to most customers. Make sure you take the time and help each customer. Not only will it keep them coming back to your store for their home improvement needs, but it will also your paint department and store successful in the long run.

4) Value vs. Price

Everybody likes a good deal and now it is even more important than ever to customers on a budget. They want the most for their money, but the last thing they want is a cheap product. Make sure when you are making recommendations to focus more on the value and quality of the paint and not the prices tag.